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ServiceNow is seeking a Partner Manager to own the health, performance, and strategy of assigned partners within their territory. This role focuses on pipeline development, market expansion, and sales execution, translating partner strategy into measurable business outcomes by aligning ServiceNow priorities with field and partner execution.
You will work closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors (TPAs) to drive co-sell motions, identify new buying centers, expand into new markets and net new logos, and ensure partners deliver successful customer engagements. This is not solution- or product-specific; it focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow Routes to Market.
Key responsibilities include:
- Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth
- Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales
- Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring successful project delivery
- Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue
- Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions
- Collaborate with Technical Partner Advisors to align sales plays to Routes to Market and guide partners on how to sell ServiceNow
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking
- Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk
- Track performance metrics, readiness indicators, and escalate risks as needed
Success is measured by partner pipeline growth and revenue contribution, expansion into new markets and net new logos, consistency of partner execution and governance, field and stakeholder satisfaction, and partner maturity and enablement effectiveness.
ServiceNow operates with flexible work personas depending on the nature of work and assigned location. The company is an equal opportunity employer and provides reasonable accommodations for candidates requiring them.
REQUIREMENTS:
- 5–10+ years in partner management, alliances, or ecosystem roles
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (using AI-powered tools, automating workflows, analyzing AI-driven insights)
- Comfort operating in ambiguity with a bias toward action
- Executive communication and relationship management skills
- Ability to influence and operate in a matrixed organization
- Experience developing and executing GTM strategies through partner ecosystems
- Strong understanding of partner-led and co-sell sales motions
